For buyers to buy, there has to be a need fulfilled. When you meet someone for the first time, you really have no idea what they need or want. Even if you use a social selling strategy to learn more about them or discern some key corporate information that gives you clues, you still don’t know exactly what your prospect might need. You have to talk to them.
Rather than spitting out a sales pitch that is focused on you and not on them, your goal is to get to know as much as you can about your potential customer. Before the first contact, before the first meeting, during the meeting, after the meeting…learn all you can.
Depending on the complexity of the sale, the number of decision makers or influencers involved and the ticket price of the purchase, it can and will take time.
If winning the sale is important, stop rushing it. Closing deals requires sweat equity.
Napoleon Hill said it best when he said that achieving what we want depends on having a definite purpose, backed by a plan, which is then supported by intelligent action. As he was to discover in doing his research for Think and Grow rich, the 2% of the population that is widely rich and successful all had a clearly defined purpose.
What’s your purpose, what’s your plan, how will you back up your plan with the right action? If you aren’t asking these questions, you should be. Having a plan that is backed by the right activities and action is essential if you hope to be successful with social selling.
Social Selling is not a Short-Cut
Yes, technology can help speed things up, but it can also cause some epic failures when used incorrectly. Refer to blunder #6 in this post.
Cultivate patience. Continue to connect with your prospective client in ways that add value to them. For example, you might send them an article that pertains to their industry or to a business challenge they are facing, make a virtual introduction to someone who would be a good client for them, invite them to a networking event or offer to interview them for an article you are writing.
The point is – be patient and be willing to invest the time it takes to build a relationship that will ultimately lead to sales. What goes around truly does come around.
For a little more insight into what it takes to sell today, listen to my conversation with Bernadette McClelland of The Personal Leadership Academy. She is a great host who got me chatting away about Social Selling. Listen to the interview Here